Account Manager - Commercial

June 17,2019

Decision Lens is the leading cloud-based software company for prioritization and resource optimization. It provides a solution to organizations’ most critical decision-making processes in PPB&E, Capital Planning, and Information Technology. Decision Lens has been recognized as a top 100 most innovative company by Red Herring magazine and was awarded one of the top 25 “Great Place to Work” companies nationally by the Great Place to Work Institute. Learn more about our solution at http://decisionlens.com

We are currently seeking a Commercial Account Manager to join us in a new role that fuses key aspects of both account management and business development. The primary responsibility of the Commercial Account Manager is to ensure success with current Decision Lens customers from our Commercial vertical and to secure account renewals to their term subscription licenses. The Commercial Account Manager will solidify relationships in numerous named accounts through the various stages of implementation, deployment and maintenance phases. Additionally, this position will be integral to the launch of new Decision Lens products and will require creativity and drive to help us position ourselves in new markets. The range of clients we serve is extremely broad—from small organizations to marquis commercial companies across the US. The Commercial Account Manager will report to the Vice President of Account Management, and will coordinate closely with Account Management team, the Sales team, the Professional Services team, Marketing, and Executive leadership.

Responsibilities cover a wide range of renewal management, client relationship management and sales support for Decision Lens to include the following.

Account Management:

  • Understand client needs, articulate and demonstrate the solution/value-proposition in a clear and concise manner
  • Identify and solidify customers’ validation of critical success factors for renewal; make sure all assigned customers are realizing the full value of the Decision Lens solution
  • Understand the clients’ health, requirements, challenges, culture and environment
  • Stay abreast of clients’ drivers and current events affecting their organizations
  • Manage complex renewal sales cycles with multiple stakeholders; consult on deal structures and contracting strategies
  • Identify and close opportunities to organically grow named client accounts

Contracting:

  • Ensure that existing renewal clients successfully and efficiently complete the business approval, financial approval and procurement phases of the sales process
  • Ensure license terms are mutually beneficial to both Decision Lens and customers and that they are “right-sized” for customers’ needs and the value they will receive
  • Act as point-of-contact for buyer business management and procurement agents
  • Negotiate discounts, multi-year contracts and license terms
  • Develop and ensure quality control of proposals and cost quotes
  • Identify and manage government and commercial buying vehicles and partners, as needed

Other Responsibilities:

  • Consistently and accurately forecast monthly and quarterly bookings
  • Willingness to work in an early stage organization with expectations towards sustainable growth
  • May have travel requirements up to 25-33%, depending on the clients’ renewal cycles and locations

Qualifications

  • Bachelor’s degree (preferably in a business-related field)
  • Two to four years of experience in Account Management, Customer Success Management and/or Sales, working primarily with Commercial customers
  • Customer support, business development, and sales acumen
  • Experience in increasing renewal rates and in upsells to current customers
  • Proven ability to initiate, maintain, and grow multiple simultaneous client relationships
  • Experience with closing and managing contracts (preferably software or consulting)
  • Strong negotiation skills
  • Knowledge of contracting process
  • Goal-oriented and incentive driven with a history of achievement
  • Excellent presentation and writing skills
  • Excellent time management and multi-tasking skills
  • Team player with a positive attitude
  • A self-starter and goal-oriented team player with a “can do” attitude
  • Ability to adapt to, handle, and overcome change
  • Ability to thrive and excel in a growing, fluid company
  • Location: This position is based in our Arlington, VA office and will require travel to customer locations throughout the United States.

Decision Lens Inc. is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability. 

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To apply, send your cover letter and resume to Erin Federle - efederle@decisionlens.com